Prospecting

Referral Requests That Really Work (Distraction-Proof Advisor Idea Video #1)

Ask clients for referrals to their friends and family in a way that is easy, repeatable, and most important, leaves them feeling grateful rather than awkward or annoyed. Watch now...

When Flying Blind Works

Joel Pierce was an experienced flight instructor, having been on countless outings with student pilots. But this trip was different - the pilot, Jim Platzer, was blind. Joel’s role was to see, interpret, and navigate what Jim could not perceive on his own, and Jim understood he needed to closely follow Joel’s instructions to successfully achieve his objective. As financial advisors we may long for clients who trust us as much as Joel’s pilot, Jim, trusted him. What are you doing to help your clients understand your role and their need to trust you and closely follow your instructions so they can successfully achieve their financial goals?

A Sure Way to Stay Top of Mind

Are you creating pictures people can easily remember you by? A picture is worth way more than a thousand words. When you link an idea, issue, or threat to a relevant familiar image, people remember you and your point much more easily than they would relying words alone. Here are some pictures you can paint for those you advise...

The Key to Connecting with Prospects and Clients

Effective advisors are prepared to quickly connect with their prospects and clients and genuinely express interest and care. Recognize that this doesn’t come from off-the-cuff comments, and also realize preparing ahead doesn’t mean delivering canned lines. Do you have tried and true words to effectively draw your clients and prospects into meaningful conversations from the get-go?

It Ain’t Over Till It’s Over

Your meeting has been going well. You feel you’ve really connected with your prospect or client. The end is in sight, and you start anticipating how successfully your time with this person will finish. Confident that you know how the next steps will unfold, you start to relax and begin coasting to the finish line. This is where you move into the danger zone.

A Perfect Mix: Ruthlessly Clinical & Wonderfully Relational

We hear a lot about the need for being relational with clients, most keynote presentations or breakout sessions don't talk much about being ruthless.So, let's look at being "ruthlessly clinical yet wonderfully relational" more closely and see why it's important to understand and implement this approach...

Some Perspective for Your Nerves

Contrary to popular opinion, nerves are good. Being a little nervous just means you care about the outcome. Anxiety, on the other hand, is an inhibitor - something that occurs because the circumstances seem out of control because you haven't prepared like you know you should have...

This Message Isn’t For Everyone

Did the title of this post have you rushing to open it? How did you feel when you read that you might not be included in an exclusive group? While we're concerned about receiving relevant information and being up-to-date, we're wired to be more worried about missing out on something...

Limit Your Options

Often advisors are quick to want to tell prospects about the wide variety of services they offer – from retirement planning, to insurance, to stock picking, to annuities, to mutual funds and on and on, thinking that breadth of their activities communicates expertise. But the range can be so broad that prospects can’t really get their heads around what the advisor does, much less understand how the advisor can specifically help them.

Do More of What Works

The holiday season is officially here. It can be tempting to start relaxing at work and focus on upcoming festivities and year-end plans. Whether you are looking forward to celebrating a successful year or putting a more challenging time behind you, don't discount what you can accomplish in the last two months of the year...